The Impact of the Impact Bias on Negotiation
13 Pages Posted: 8 Apr 2004
The theory of principled or problem-solving negotiation assumes that negotiators are able to identify their interests (or what they really want) in a negotiation. Recent research on effective forecasting calls this assumption into question. In this paper, which will appear in a forthcoming symposium issue of the Marquette Law Review devoted to the Emerging Interdisciplinary Canon of Negotiation, we explore the impact of this research on negotiation and lawyering.
Keywords: Negotiation, bargaining, affective forecasting, hedonics
JEL Classification: K00, K41
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